The theories of Maslow, Alderfer and Herzberg:
A. Are examples of other motivation theories that differ from expectancy theory by emphasizing the human element
B. Suggest the greater a salesperson's satisfaction with attainment of low-order rewards, the higher the valence of increased attainment of higher-order rewards
C. Can be used to explain why closer supervision can have a positive impact on the magnitude and accuracy of both expectancy estimates and instrumentality perceptions
D. Can be used to explain the changes a salesperson experiences as he or she progresses down the sales career path
E. Are useful in conjunction with leadership theories to explain what personal and environmental variables motivate an individual to become a successful leader
Ans: B. Suggest the greater a salesperson's satisfaction with attainment of low-order rewards, the higher the valence of increased attainment of higher-order rewards
You might also like to view...
If the nominal interest rate was 4 percent, the expected real interest rate was 3 percent, and the realized real interest rate was 5 percent, then the expected inflation rate was ____ and the realized inflation rate was ____.
A. ?1 percent; 1 percent B. ?1 percent; 2 percent C. 1 percent; ?1 percent D. 1 percent; 1 percent
In the management of a limited liability partnership, ________.
A. management decisions cannot be altered even by agreement B. only some partners have a say in its management C. new partners cannot join without the unanimous consent of the current partners D. the LLP pays income taxes
Which of the following Big 5 personality traits describes a person who follows through and gets things done?
A. openness B. conscientiousness C. extraversion D. agreeableness
Pay structures that link pay to the depth or breadth of the abilities and knowledge a person acquires, which are relevant to work are known as ________ pay structures.
A. mission-based B. skill-based C. task-based D. job-based E. opportunity-based